Your Company’s Revenue Science™ Mastery Score – Quiz II
Every Company’s success and even survival is dependent on the ability to predictably grow sales and profits regardless what is going on in the world.
The fact that the velocity of change is increasing at about the same rate as the world’s complexity, gives no one a pass when it comes to continually growing sales and profits. The winner today and in the future, is the one who is the “Revenue Generation” winner. Those who can’t predictably win will have tomorrow’s “closed – gone fishing” or worst yet “sheriff’s foreclosure” sign in the front window.
That ability to predictably grow sales and profitable revenue at today’s high speed of change and complexity will belong to those who have Mastered Revenue Science™. Revenue Science™ will diagnosis today, guide deployment to make today profitable, predict tomorrow’s winning formula and drive outcomes to achieve long-term survival and success.
Mastery of Revenue Science™ shows leaders the differences between yesterday’s already transitioned world and tomorrows new requirements for success. This difference is measured by today’s behavioral outcomes. Those behavioral outcomes need to be abandoned, improved or scaled.
The world of the past went the other way and measured activities and hoped for profitable outcomes. Things like cold calls, RFPs responded to, appointments and the number of networking meetings this month represented our micromanagement of activities hoping to create outcomes for success.
Measure the five outcomes below for your company. Answer YES for those outcomes your company has achieved and NO for those outcomes your company has not achieved.
_____ 1. Your sales team creates a SOW with the buyer less than 100% of the time
_____ 2. You don’t have a behavioral measure to define a qualified lead
_____ 3. You don’t have an operational definition of selling
_____ 4. You don’t measure your “Cost per Sales Hour” at least once a quarter
_____ 5. You deliver great value but get beat up on price
If you answered YES to two or more of these outcomes your “Cost of Chaos” is off the charts high. If you are a B2B company, it will be at least 30 to 40% of your top line. In other words, if you are a $20,000,000.00 topline company you are burning $6,000,000.00 to $8,000,000.00 per year. That $6,000,000.00 to $8,000,000.00 you are wasting only buys you one thing and that one thing is an anchor to hold down sales growth.
When you decide to Master Revenue Science™ and start reducing that $6,000,000.00 to $8,000,000.00 you cut that anchor free and your sales can’t stop growing. Also with Mastery the change and the speed of change are now an asset. With Mastery you can see what the future predicts which will support your growth of sales and profits, while your competitors keep trying to improve the past.
If you answered YES to zero or one of these outcomes you are achieving at a level where your “Cost of Chaos” is the normal 20% if you are a B2B company. In other words, if you are a $20,000,000.00 top line company you are burning $4,000,000.00 per year. That $4,000,000.00 is a lot of money and only buys you one thing and that one thing is an anchor to hold down sales growth.
When you decide to Master Revenue Science™ you start reducing that $4,000,000.00. You cut that anchor free, your sales can’t stop growing and the speed of change is now an asset. You start seeing what the future predicts to support your growth, while your competitors keep doing more of yesterday’s plan.
Mastery of Revenue Science™ is required for both groups. The group with two or more YES answers is betting on competition with more “Cost of Chaos”, less “Revenue Generation” skill, a big bubble of buyer frenzy that keeps all players in the market alive or good luck to be in the right place at the right time with the right product with willing buyers.
If you are in this group with two or more YES answers get a mentor and support organization in place NOW for your organization to Master predictably growing sales and profits. Your “Cost of Chaos” is so high that as you reduce the “Cost of Chaos” your sales will grow without new people or product. So, you CAN’T afford to NOT move toward Mastery NOW – you are already paying WAY too much – stop doing that.
If you are in the group with one or zero YES answers you are growing and making money. Your team needs to recover that “Cost of Chaos” to release the top line and drop as much as 20% more to EBITDA to free up cash for even more growth.
Certifying your whole team in Revenue Science™ will solidify what you have achieved, speed up the reduction in the “Cost of Chaos” and make the science habitual – a permanent part of your culture. Revenue Science™ certification is teachable, trainable, measurable, with principles and a Revenue Strategy deployed using a continuous improvement methodology for long-term sustainability and scale.
No matter your score your future requires Mastery of Revenue Science™ to be sure you can predictably grow sales and profits.
Reach out to The Revenue Game for a mentor for immediate improvement or certification to make what you have sustainable.
Upcoming Revenue Science™ Certification Classes:
Beginning January 13, 2018